Vice President Sales - Southeast Central in Houston, TX at Beacon Health Options

Date Posted: 3/17/2020

Job Snapshot

Job Description

We Help People Live their Lives to the Fullest Potential!

For more than 30 years, Beacon has changed the way people live with behavioral health conditions. Today, we are the undisputed leader in behavioral health management, serving 40 million people across all 50 states. At Beacon, we are committed to delivering a ‘world-class’ candidate experience from the moment you click ‘Apply’! Our goal is to help you reach your fullest potential, while utilizing your talents and expertise to help us deliver on our promise.

Do you have a passion for helping others? If so, we are looking for you!

Beacon is currently seeking a Vice President Sales - Southeast Central to join our team from a remote location. This Sales leader will be responsible for achieving growth targets within the 27 state Southeast/Central region. The VP, Sales will be accountable for: developing new relationships with Health Plan executives to create demand, designing and executing sales and marketing plans to acquire and close new business and orchestrating the development of compelling proposals and competitive pricing. You will work in close partnership with a sales-driven organization and colleagues from the Clinical, IT, Operations, Analytics, Legal and Underwriting teams to identify and address core business challenges, provide meaningful long-term value and articulate this to prospects and customers through competitive proposals, positioning of our products and pricing. This leader will also coordinate and lead finalist presentations where the organization will provide subject matter expertise and support to achieve our growth targets.

What does a typical day look like?

The VP of Sales is responsible for new sales growth through customer acquisition. The VP should develop and maintain a strong and diversified growth pipeline consisting of early and late stage opportunities. In this role, you will develop strong client relationships with health plans and providers to understand their needs and use that insight to propose solutions where Beacon can become a valuable, long-term Business Partner. This leader must be able to work with prospects in a consultative manner to shape RFPs and share industry insight, knowledge and expertise with the purpose of improving access and quality of behavioral care for consumers and delivering a solution that aligns to each customer’s value drivers. The VP is on point to identify key stakeholders within the customer organization, and engage subject matter experts and matrixed resources early and often in the sales process to effectively map to key client executives, while also ensuring that the program model aligns to Beacon’s clinical and operational capabilities. You will also be responsible for managing realistic client expectations during sales cycle and contracting process. Effective collaboration and strong external relationship building are critical for success.

  • Deliver new business and maintain a healthy pipeline of potential clients in public sector & health plan business
  • Work together with executive leadership to develop a plan to identify and cultivate new clients.
  • Build strong client relationships & establish executive credibility with key stakeholders including clients, government agencies, and vendor partners
  • Create opportunities to market Beacon Health Options to public sector purchasers, including attending and presenting in conferences regularly attended by employees of federal, state and local governments, and Medicaid health plans
  • Collaborate across the enterprise to manage and own the development of compelling proposals; Involve critical Beacon stakeholders in the contracting process to ensure new contracts are implemented on time and on-budget
  • Monitor critical sales metrics and help meet regional sales targets each year
  • Be a thought leader to our potential clients through up-to-date knowledge of state and federal programs & regulations and understanding key trends in the markets
  • Collaborate with Product Development and Operations team to translate identified market opportunities into viable, cost-competitive, and innovative products and solutions that will create profitable new business opportunities 
  • Capture market trends and provide input to Strategy and Product Management for the development of new features and products to maintain competitive advantage
  • Consistent execution of sales process including forecast accuracy, win-rate, execution of capture plans, contract closure, implementation hand-offs and maintaining account detail in CRM platform
  • Maintain competitive knowledge and focus, continuously grow and develop professionally
  • Consultative solution-selling, providing solutions to complex client issues that drive mutually positive business outcomes for the customer and Beacon

What you Contribute?

  • Honesty/Integrity: does not cut corners ethically; earns trust and maintains confidences; does what is right, not just what is politically expedient; speaks plainly and truthfully
  • Proactivity: acts without being told what to do; brings new ideas to the company
  • Relationship-building and client management skills: communicates openly and effectively, plans, and collaborates with external partners to drive success
  • Persistence: Demonstrates tenacity and willingness to go the distance to get something done.
  • Strategic thinking/visioning: able to see and communicate the big picture in an inspiring way. Determines opportunities and threats through comprehensive analysis of current and future trends.
  • Persuasion: able to convince others to pursue a course of action
  • High standards: expects personal performance and team performance to be nothing short of the best.
  • Calm under pressure: maintains stable performance when under heavy pressure or stress
  • Purpose-driven: understands the importance of improving access and quality of Behavioral Health care and how that translates to helping individuals live to their fullest potential

Education:

  • Bachelor’s degree required, with advanced degree preferred

Knowledge, Skills & Abilities:

  • 5+ years in a health care/health insurance sales, product management, strategy or account management
  • Expert at cultivating relationships with decision makers and senior leaders in client organizations such as, but not limited to: Chief Executive Officer, Chief Marketing Officer, Chief Medical Officer and other C-level executives, to secure new business and maximize the value delivered to customer
  • Strong ability to use and present data to demonstrate prospective opportunity and value – including financial, clinical, and other measures of consequence to health plans and leaders
  • Possess an in-depth understanding of Behavioral Health, Managed Care and/or Health Insurance market
  • Objective track-record of securing new business from cultivation through successful implementation
  • Relationship-building and client management skills: communicates openly and effectively, plans, and collaborates with external partners to drive success
  • Growth mentality and experience managing complex projects and initiatives through influence (orchestration)
  • Ability to handle multiple priorities and meet deadlines
  • Excellent problem solving and analytical skills
  • Travel is required for this position, must be located near a major airport

What Makes Us Different?

  • Here, it’s not just a job – it’s an opportunity to change lives.
  • Our employees are learners, innovators and original thinkers.
  • Our mission and values guide the way we treat our members, providers and each other.

What We Have to Offer:

  • Healthcare benefits available starting day 1!
  • Health & wellbeing incentives, such as gym membership reimbursement
  • 401K with company match to help reach your future financial goals
  • Generous PTO, because we know life happens outside of work
  • Tuition reimbursement so you can keep reaching your fullest potential

If Beacon sounds like the place for you, what are you waiting for? Apply with us today to get started!

Beacon Health Options is proud to be an Equal Opportunity and Affirmative Action Employer as well as a Drug Free and Tobacco Free Work Environment. EOE/AA/M/F/Veterans/Disabled

At Beacon Health Options, our candidate's data privacy is a top priority. Our recruiting team conducts all communications using official company email (@BeaconHealthOptions.com). Only candidates who have applied for an open position through our Careers page (careers.beaconhealthoptions.com) will be engaged in our interview process. Beacon conducts all interviews in person or over the phone. At no time during the recruiting process will any Beacon recruiter request any financial or personally identifiable information from you.

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